Business Development Manager: Demand Side Management Technology

Business Development ManagerWe are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across EEI's utility market, selling integrated consulting and technology solutions including ICF's flagship program implementation platform, Sightline, as well as other digital, data, and AI-enabled offerings.ICF's utility clients are navigating one of the most significant transformations in the energy industry—decarbonization, grid modernization, electrification, and customer program innovation. We combine deep domain expertise with scalable technology platforms, analytics, and AI-enabled solutions to help utilities design, deliver, and expand impactful programs.This role is ideal for a high-energy, consultative seller who thrives in complex, relationship-driven sales environments and can translate client challenges into multi-solution growth opportunities across EEI's utility portfolio.What You'll DoBuilding and advancing a pipeline of utility opportunities across North AmericaOwning the full sales lifecycle, including qualifying, pursuing and supporting the writing of the proposal in collaboration with delivery, technology, product, and leadership teams across the division.Your focus will include selling:Sightline and other technology platformsConsulting-led program delivery, analytics, data, and AI-enabled solutionsIntegrated offerings tailored to each utility's strategy, maturity, and regulatory environmentFirst 30 DaysDevelop a strong command of Sightline, ICF's broader technology solutions, ICF's energy efficiency offerings, and how they integrate with consulting servicesLearn and apply ICF's business development and capture processesBuild relationships with utility sales, delivery, and technology leaders across EEIBegin developing a target account and contact strategy by solution areaPartner with delivery teams to identify expansion and cross-sell opportunities within existing utility clientsFirst 6 MonthsBuild and maintain a qualified pipeline of $24M+ across utility growth prioritiesLead 10–15 concurrent pursuits across the full sales lifecycleDevelop win strategies, including competitive positioning and stakeholder mappingDrive pursuit activities including pipeline reviews, forecasting, and gate reviewsContribute as a proposal reviewer across multiple solutions and offeringsIdentify and secure strategic partners, including negotiating teaming agreementsMaintain accurate pipeline tracking and reporting in CRM systems12–18 MonthsClose $8M+ in new sales across consulting and technology solutionsContribute to utility market and account growth strategiesPartner with marketing to support thought leadership and targeted campaignsDevelop business cases, pricing strategies, and value propositions to expand into new utility segments or solution areasCollaborate with senior leadership to translate EEI growth priorities into actionable sales plansWhat You BringMinimum Qualifications:12+ years in business development, sales, or capture managementExperience selling into the utility or energy sectorProven success managing multiple complex pursuits and closing $5M+ annuallyExperience selling software solutions (preferably SaaS), ideally alongside consulting or servicesProficiency managing the full sales lifecycle using CRM toolsPreferred Qualifications:Experience selling technology-enabled or AI-supported solutionsFamiliarity with tools such as Highspot, Outreach, Demandbase, or IntrohiveBachelor's degreeCapture or proposal management certifications (APMP, Shipley, CPCM)Key Competencies:Strong consultative selling and discovery skillsAbility to orchestrate cross-functional teams and influence without authorityExcellent communication, storytelling, and executive presenceStrategic thinker with strong sales judgmentHighly organized with a bias for action and accountabilityAbility to build trust with technical, operational, and executive stakeholders